When we work with you on a bid or pitch, it's an energetic, high-impact engagement. We involve people from right across your business: commercial, technical, HR, CSR, governance, innovation, sustainability – and anyone else who can add value to your overall solution.

No matter what the business or contract you’re going for, there are six essential questions you need to answer right at the start. Experience tells us that if you get these right, you’ll be fully aligned from day one – because one degree off now, is fifteen degrees off later.

1. What do I know about my target’s business?

Probe every single contact for every last crumb of information to find out what really keeps your potential customer’s team awake at night.

2. Why would they want to buy from me?

Understand what your customer needs, not what you want to sell - then ask yourself how you and your offer differ from your competitors.

3. When should I talk to them?

You need to decide when to talk to your bid prospect, at precisely the right moments in the bid cycle, to stand the best chance of being listened to.

4. How will I engage with them?

Align yourself with your prospect, with their strategy and pain points, to make that crucial emotional connection.

5. Where can I add real value?

Selling is about making people want to buy. That means playing the strengths of your offer against the needs of your potential customer – to make you the irresistible choice.

6. Who are the decision-makers?

Focus your efforts squarely on the people who call the shots – making every communication count.

Our role is to help you answer these questions by providing insight, data and supporting evidence, then to challenge those answers and test them to destruction. We do this via in-depth interviews with the bid team, facilitated workshops or internal trade shows.